More than a dozen years ago, when I was coaching Little League, I had two kids on my 9-year old team that never made contact with the ball. I spent … [Read more...] about Getting Salespeople to Prospect When They Aren’t Prospecting
How I Learned I am a Sales Consulting Imposter
The title of today’s article might be confusing, but it’s true. Phil told me so. But before I share what he said, I have some anecdotal evidence … [Read more...] about How I Learned I am a Sales Consulting Imposter
3 Keys That Determine the Length of Your Sales Cycle
In Central Massachusetts, the 2024 Foliage season was dramatically different from a year ago when the leaves turned late in the fall, without much … [Read more...] about 3 Keys That Determine the Length of Your Sales Cycle
Success Magazine Discredits Their Own Article on Born to Sell with Junk Science
I love it when readers forward article links to me, hoping that I will debunk the article in a Blog post. That’s what happened when Mike Shannon sent … [Read more...] about Success Magazine Discredits Their Own Article on Born to Sell with Junk Science
My Latest Sales Epiphany From Watching Playoff Baseball
My latest sales epiphany happened while I was watching Friday’s American League Championship Series game between the Yankees and the Guardians. The … [Read more...] about My Latest Sales Epiphany From Watching Playoff Baseball
The Biblical Sales Force Part 2 – On Boarding and Coaching Salespeople
As I wrote in September, I’m reading the Bible from beginning to end for the first time. I created an analogy for my first article when I wrote about … [Read more...] about The Biblical Sales Force Part 2 – On Boarding and Coaching Salespeople
